Associate Director – University Partnerships - Higher Education

Associate Director – University Partnerships

Location :

Pan-India (Mumbai / Pune)

Function :

University Alliances & Partnerships

Reports to :

AVP – University Alliances

Travel : 60–40% Pan-India

About upGrad -

upGrad partners with leading Indian and global universities to deliver high-quality online and blended degree programs and industry-aligned credentials. We co-create programs, integrate technology and student services, and drive scale with measurable outcomes.

Role Summary -

Own and grow strategic alliances with

key Indian universities and marquee institutes (IITs, IIMs, ISB, NITs, central / state & tier-1 private universities) . You’ll originate, structure, and close partnerships; co-create academically robust, industry-relevant programs; and orchestrate cross-functional execution on the upGrad platform. This is a hands-on, travel-intensive role for a relationship builder who can

open doors, craft value propositions, negotiate complex commercials, and deliver revenue.

Candidates with Indian Armed Forces experience

(officer cadre; institutional liaison, training, or education roles) are strongly encouraged to apply.

Key Outcomes (12–18 months)

Signed Alliances :

6–12 new university MoUs / LoIs with clear commercial terms and governance cadence.

Program Launches :

8–15 co-created programs / credentials (UG / PG / Executive & credit pathways) live on upGrad.

Partner NPS :

≥ 60 with zero critical escalations; renewals / expansions with 80%+ retention.

Pipeline Health :

3× coverage with documented stakeholder maps (VC / Registrar / Dean / Controller / Finance / Legal).

What You’ll Do

1) Origination & Relationship Leadership

Map target accounts; build C-suite and academic connects across

IIT / IIM / ISB / NIT / NAAC-A+

and state / central universities.

Lead high-stakes meetings, advisory roundtables, and campus activations with VCs, Pro-VCs, Registrars, Deans, and CDOE heads.

Represent upGrad at conclaves, UGC / AICTE interactions (as applicable), and marquee events.

2) Solutioning & Program Co-Creation

Diagnose university goals (enrolments, placements, rankings, internationalization) and design

co-created programs

(degrees, exec-ed, micro-credentials, pathways, RPL / credit transfer).

Align curriculum and learning design with

industry partners ; ensure LMS, assessment, SSO, and data / reporting readiness with Tech / Product.

Build operating models : admissions flows, SLAs, governance calendars, and academic councils.

3) Commercials & Negotiation

Own proposals and commercials (revenue share, MGs / seat commits, marketing splits, service scopes, IP).

Navigate legal / finance for MoUs, definitive agreements, invoicing / GST, and compliance clauses.

4) Program Launch & Scale

Drive go-live with Marketing / Admissions / Student Ops; set demand-gen plans & attribution.

Track performance dashboards; lead QBRs / MBRs; course-correct using data.

5) Team & Cross-Functional Leadership

Mentor Partnership Managers / BD resources; instil prospecting discipline and stakeholder mapping.

Champion continuous improvement across bid defence decks, case libraries, and win-room rituals.

Must-Have Qualifications

8–14 years

of experience in

university alliances / institutional partnerships / B2B EdTech

with demonstrable closures.

Direct exposure to marquee institutes

(IITs, IIMs, ISB, NITs, top private / state / central universities) with named decision-maker relationships.

Proven track record of

structuring and closing MoUs / agreements

and taking programs from proposal to launch.

Strong command of

higher-ed regulations & governance

(UGC / UGC-DEB / AICTE / NAAC) in the context of online / blended programs.

Executive-level communication, boardroom presence, and complex negotiation skills.

High travel readiness

across India; owns personal pipeline generation.

• Bachelor’s degree required;

MBA / PG

preferred.